BecauseoutsideinfluenceLjigtoYYapproves, Honeywellperson in chargespoke face-to-facetothisandLi Mu'sattaches great importance toespecially, chief executive officerDavid Cotearrived inSilicon Valley one day ahead of schedule, washopes that can the earliest possible timeandLi Mumeets.
因为对yy的影响力格外认同,霍尼韦尔的负责人对这次与李牧的面谈格外重视,首席执行官高德威提前一天抵达硅谷,就是希望能够第一时间与李牧见面。Honeywell is like 3M, isglobal 500 enterprises, because Honeywellgets intomaterial, petrification, aviationand otherdomainsmassively, therefore the totalmarket valueis higher than 3M, this yearHoneywellmarket valuein250hundred millionUSDhigh and low, but3Mcurrentlyalsoonly has150hundred millionUSD.霍尼韦尔和3m一样,都是世界500强企业,而霍尼韦尔因为大量涉足材料、石化、航空等领域,所以总市值比3m要高,今年霍尼韦尔的市值在250亿美元上下,而3m目前还只有150亿美元。HowevertoDavid Cote, the Honeywellissue is also very serious, the enterprise over 70%profitoriginscome from2Boss( to-Bossusiness) business, 2Bossbusinessesto put it bluntlyareto the business of corporate user, achievements of Honeywellintheseenterprises, the general publicare not almost familiar.
不过对高德威来说,霍尼韦尔的问题也很严重,企业70%以上的利润来源都来自于二b(to-business)业务,二b业务说白了就是对企业用户的业务,霍尼韦尔在这些企业里的建树,普通民众几乎完全不熟悉。For examplerarelysomeordinary consumersknow,Honeywellis one of the globalfivebigautomobileturbosuperchargerproducers;
比如很少有普通消费者知道,霍尼韦尔是全球五大汽车涡轮增压器的生产商之一;Fewconsumersknow,entire worldmostrefineries and petrochemical enterprises, used the Honeywellequipment, eveniswhole setsolution;
很少有消费者知道,全世界大部分的炼油企业、石化企业,都采用了霍尼韦尔的设备,甚至是整套解决方案;Even some aerospace fieldmanyHoneywellshadows, itpossiblyis the important components of Boeing aircraftcertainparts, but the consumeris unknownas before;
甚至连航空航天领域都有许多霍尼韦尔的影子,它可能是波音飞机某些部件的重要组成部分,但消费者依旧不得而知;Suchsituation, basicallywas doomed the Honeywellenterprisepopularity and influenceis seriousin the average consumerlevel, butHoneywellfollowingmost important, is actually hopescandevelopown2 c ( to-custer )businessfull power, thishas the enormous difference from 2Bossbusinesses.
这样的情况,基本注定了霍尼韦尔的企业知名度和影响力在普通用户层面严重不足,而霍尼韦尔接下来的重中之重,其实是希望能够全力拓展自己的2c(to-custer)业务,这与二b业务有极大的区别。2Bosslevels, Honeywellcansell to the world the turbosuperchargereachcar(riage)business, butnomeanssold to the ordinary consumer the turbosuperchargerdirectly, 2Bosstime, whatfacedis onlydozensautomobile enterprises, ifto the 2 clevel, mustfacemaybe the globalbillionspopulation.
二b层面,霍尼韦尔可以把涡轮增压器卖给世界上每一家车企,但没办法把涡轮增压器直接卖给普通消费者,二b的时候,面对的只是几十家汽车企业,但是一旦到了2c层面,要面对的可就是全球几十亿人口。
The enterprisein the influence of general publiclevelseriousinsufficient, the retailmarketing channel is almost zero, will be the Honeywell2 cbusinesswill in a big way impede.
企业在普通民众层面的影响力严重不足、零售销售渠道几乎为零,将是霍尼韦尔2c业务的最大掣肘。Howeverlooks likeinHoneywell, not onlyLi MuinfluenceextremelystrongYY, hisalsoTaobaonet that controlled the entireChinae-Commerceshare, ifcanestablish the good relations of cooperationwithLi Mu, not only can through the YYpromotionenterprisepopularity and influence, but can also through the Taobaodirectpromotionproductsales volume, answer multiple purpose.
但是在霍尼韦尔看来,李牧不只是有一个影响力极强的yy,他还有一个掌控了整个华夏电子商务份额的淘宝网,如果能够跟李牧建立起良好的合作关系,不但可以通过yy提升企业知名度和影响力,还能够通过淘宝直接提升产品销量,一举多得。
......
……Next morning, Li Muin the office in Muye Science and TechnologySilicon Valleysubsidiary company, sawHoneywellCEODavid Cote.
翌日上午,李牧在牧野科技硅谷分公司的办公室里,见到了霍尼韦尔的ceo高德威。50-year-oldDavid Cotejusttook up an official postandheld the post ofHoneywellCEOlast year, before then, hisemploymentpersonal historywas quite rich, onceinGeneral Electric and JP Morgan Chaseexecutive, could be the entire USwell-knownprofessional manager.
时年五十岁的高德威去年才刚刚走马上任、担任霍尼韦尔的ceo,在此之前,他的就业履历极为丰富,曾经在通用电气、摩根大通担任高管,算得上是全美知名的职业经理人。However, mustby the fame, David Cotebe really worse than Li Muincessantly a scale.
不过,要真是论名气,高德威比李牧差了不止一个档次。In the the current western world, the Li Mu'spopularityandBill Gates have almost no difference, Jobs'spresentpopularitycannot compareLi Mu.
在目前的西方世界,李牧的知名度与比尔・盖茨几乎没什么区别,就连乔布斯现在的知名度都比不上李牧。Underthismajor premise, David Coteis especially politetoLi Mu.
在这个大前提下,高德威对李牧格外客气。Moreover, the traditional businesshas a veryaccurateprinciple, made the enterprise of 2Bossbusiness, majoritywas a ten thousandyears of Party B, butfaced the enterprise in 2 cmarkettrulyis the enterpriseandin the businesstimelessParty A.
而且,传统行业有一个非常准确的法则,做多了二b业务的企业,大部分都是万年乙方,而真正面向2c市场的企业才是企业与企业合作中亘古不变的甲方。
The enterpriselikeHoneywell, althoughbrowsesquite a lot, buthas contributed labor and materialsforothers, Party Bdida lot, from top to bottomalsotrained a humbleandpolitecustom, was accustomed toParty Aandwhole bodyto pass the person of acting coolaurato be bettercompared withtheseto be togethera lot.
像霍尼韦尔这样的企业,虽然涉猎颇多,但一直都是为别人增砖添瓦,乙方做得多了,从上到下也都培养出了一种谦逊、礼貌的习惯,比那些做惯了甲方、浑身透着装逼气息的人要好相处得多。David Cotecomes upto the achievementcommendation of Li Muas well asMuye Science and Technology, Li Mu after hissmalltalkseveralminutes, thentook the leadto sayowngoal.高德威一上来就对李牧以及牧野科技的成就称赞不已,李牧在与他客套了几分钟之后,便率先说出了自己的目的。„Mr.David Cote, my timemakesyouto meet, actuallywantsto carry out the cooperation of someproductlevelswithHoneywell.”
“高德威先生,我这次约你见面,其实是想跟霍尼韦尔进行一些产品层面的合作。”David Cotenods, said: „Ihadhear of Elonto mentionbefore, hetoldme,youare interested inpurchasinga number ofdailyprotective articlesfromHoneywell.”高德威点了点头,说:“我之前有听埃隆说起过,他跟我说,你有兴趣从霍尼韦尔采购一批日常防护用品。”Li Mushows a faint smile: „Right, wein the protective articlesdomain, the relativelyhugebuying plan, hope that candirectlyholddiscussionsalsoto make the dealwithHoneywell.”李牧微微一笑:“没错,我们在防护用品领域,有一个相对庞大的采购计划,希望能够直接和霍尼韦尔进行磋商并且达成交易。”David CoteaskedLi Mu: „Mr. Li, do youpurchase the protective articlesare the preparationsellinChina?”高德威问李牧:“李先生,请问你采购防护用品是准备在华夏境内销售吗？”„Right.”Li Musaidhonestly: „OnlysellsinChina.”
“没错。”李牧坦诚道:“只在华夏境内销售。”David Cotesomewhatsaidawkwardly: „Is open about the factsyoutenyears ago has the Chinabusiness agent, moreoverwhatbamboo slipis the exclusivegeneral agent, the strict sense, allin the Honeywellproduct of Chinasale, mustthroughthisbusiness agent, ifwebypass the business agentto supply goodstoyoudirectly, that side the business agentwill certainly have the enormousopinion......”高德威有些为难的说:“不瞒你十年前就已经有了华夏代理商,而且签的是独家总代理,严格意义上来说,所有在华夏销售的霍尼韦尔产品,都得通过这家代理商才可以,如果我们绕过代理商直接给你供货,代理商那边一定会有极大的意见……”At this point, David Cotehastilytraded an tone, said: „Youcould rest assured that if the situationpermits, wecancoordinate, when the time comeswegivebusiness agent'scertaincompensation, whentheyacceptyouto sell the protective articles of ourcompanyinChina, after allourcompanyoverwhelming majoritysales volumescome from the large-scale equipment.”
说到这里,高德威又急忙换了一种语气,说道:“不过你放心,如果情况允许,我们可以从中协调,到时候我们给代理商一定的补偿,当他们接受你在华夏境内销售我们公司的防护用品,毕竟我们公司绝大部分的销售额来自于大型设备。”Li Musaid with a smileindifferently: „Does not usesuchtroublesome, your firmgivesme a network agentto be authorizeddirectlythen.”李牧淡然笑道:“不用这么麻烦,贵公司直接给我一个网络代理授权即可。”„Network agent?”SomeDavid Cotesurprise.
“网络代理？”高德威有些诧异。Li Munods, says with a smile: „Youwith the power of attorney of each regionproxysigning, in the marketing channelin view oftraditional sensedefinedbefore, theseare the offlinetransactions, youcananalyzeto be authorized the onlinetransactiontomealone, butIalsopledged,only conducts onlineto sellinChinadomestice-Commerceplatform, as the matter stands, notwithyourbusiness agentconflict.”李牧点点头,笑道:“你们之前跟各地代理签订的代理权,是针对传统意义上的销售渠道来定义的,那些都是线下交易,你们可以把线上交易单独拆分出来授权给我,而我也承诺,只在华夏境内的电子商务平台上进行线上销售,这样一来,也就不会和你们的代理商起冲突了。”
The age limit of e-Commercedevelopmentis very short, e-Commerceplatform that so far, makes a nametrulyexcept forebayandAmazon, wasLi Mu'sTaobao, but the second-handcommodity exchange of ebayprincipalconsumer to consumer, Amazonmade the booksto build up, nowis transforming the business to consumerplatform, butin additionalsoinfumblestage, thereforeabout‚network agentbusiness’ the concepthas not come outtruly.电子商务发展的年限很短,到目前为止,真正成气候的电子商务平台除了ebay和亚马逊,就是李牧的淘宝了,但是ebay主打c2c的二手商品交易,亚马逊做图书起家,现在正在转型成b2c平台,但还尚且在摸索阶段,所以关于‘网络代理商’的概念还没有真正出来。However the Li Mu'smeaning, David Coteis actually quickthento understand,with the constant development of society, limits in manysignificancesinevitablyismore and morefine, after e-Commercebirth, the marketing channelderived an onlinechannelon the traditionalchannel, buttraditionalbusiness agente-Commerce, the power of attorney that must therefore selltoonlineinevitably conducted redefines.
不过李牧的意思,高德威倒是很快便明白过来,随着社会的不断发展,许多意义上的界定必然是越来越精细的,电子商务诞生之后,销售渠道在传统的渠道上又衍生出了一条线上渠道,而传统代理商不懂电子商务,所以势必要对线上销售的代理权进行重新界定。
After David Cotethought throughthis, is then interestedinLi Mu'sthisproposition, opens the mouth saying: „Mr. Li, Ithought that wecanaccording toyourproposition, be authorizedin the Chinaonlineagency factorpowerHoneywelltoyourcompany.”高德威想通了这一层之后,对李牧的这个提议便非常感兴趣,开口道:“李先生,我觉得我们可以按照你的提议,将霍尼韦尔在华夏的线上代理销售权授权给你的公司。”At this point, the David Cotecomplexionsomewhatsaidawkwardly: „Butsaidhonestly, the Honeywellcurrent2 cproductlineare too few, althoughweare also transformingpositively, butto the manufacturing firm, wantsto change to2 cfrom2Boss, is really some are not easy.”
说到这里,高德威面色有些尴尬的说:“但是坦白说,霍尼韦尔目前的2c产品线太少,虽然我们也在积极转型,但是对制造企业来说,想从二b转到2c,实在是有些不容易。”David Cotewantsto seeLi Mu, the biggestgoalis to be ableto achieve the cooperation on promotionwithLi Mu, hewill not care aboutLi Mu to helpHoneywellin the Chinae-Commercemarketsell outmanyproductsin the future, hehopes that Li MucanhelpHoneywellspread the popularity of enterprise, will build the foundationfor the enterprisefuture2 cbusiness.高德威之所以想见李牧,最大的目的就是希望能够和李牧达成推广上的合作,他不在意李牧将来在华夏的电商市场能帮霍尼韦尔卖掉多少产品,他更希望李牧能够帮助霍尼韦尔将企业的知名度扩散开来,为企业将来的2c业务打好基础。Li Mucanguess correctly the David Coteintentionprobably, heafter all is market value200hundred millionUSDbigenterpriseCEO, if is really forseveralTen Million USDsales volumes, hedefinitelydoes not needto cometo speak face-to-facewithhimselfpersonally, moreoverruns up toSilicon Valleyto comeahead of time, onlypossiblyis, heneeds help from himself.李牧大概能猜出高德威的意图,他毕竟是市值两百多亿美元的大企业ceo,如果真是为了几千万美元的销售额,他完全没必要亲自来跟自己面谈,而且还这么远提前跑到硅谷来,唯一的可能就是,他有求于自己。Listens to his suchsaying, Li Muthento havehimfromhiswordsat present the biggestdemand.
听他这么一说,李牧便从他的话中品出了他目前最大的需求。Therefore, Li Muis askinghim: „The nextdevelopment of Honeywell, do someinterestswantto promote the 2 cbusinessproportion?”
于是,李牧笑着问他:“霍尼韦尔的下一步发展,是有兴趣想把2c业务比重提升上来吗？”David Cotenods: 2Bossbusinessalthoughisourbases, but the 2 cbusinessis important, whether the enterprisecan havegreat developmentin the true sense, basicallydepends onour2 cbusiness the development situation, is onlywenowin the 2 cdomaininsufficientpropelling force, thereforeIhopevery muchcanachieve the cooperationinthisaspectwithyour firm, helpinguspromote the development of 2 cbusiness. ”高德威点了点头:二b业务虽然是我们的根本,但2c业务非常重要,企业能否有真正意义上的大发展,基本上就取决于我们2c业务的发展情况,只是我们现在在2c领域缺乏足够的推动力,所以我很希望能够在这方面跟贵公司达成合作,帮助我们推动2c业务的发展。”Li Muknits the browsslightly, saidearnestly: „Actually the 2 cbusinessis more important, isbehind the 2 cbusiness the completeproduct and solution, youmustfirsthave the product that can2 c, canopen the 2 cmarket, the lightworkswithmeisnot enough, youcannottakeoneset of airplaneto controlsystemto come outto make the 2 cbusiness, the consumerwill not buy, cannot afford.”李牧微微皱眉,认真说道:“其实2c业务更重要的,是2c业务背后完整的产品以及解决方案,你们得先有能够2c的产品,才能打开2c的市场,光跟我合作是远远不够的,你不能拿着一套飞机控制系统出来做2c业务,消费者不会买,也买不起。”Saying, Li Muwas also saying: „Inglobal 500 enterprises, overwhelming majoritymanufactureclassenterprisesare primarily the 2 cbusiness, in last yearworld500were strong, should the leadingmanufactureclassenterprisebe the automobile manufacturing corporation? Inmyimpression, General Motors, Ford, Toyota, massesandHondaprobablyinfirst50, besidesthese, Siemens, General ElectricandHitachithese, basicallyare the 2 centerprises, theirproductsinclude the automobile, electrical appliances, the medical equipmentwait/etc, is the 2 cproduct.”
说着,李牧又道:“世界500强企业里,绝大部分的制造类企业都是以2c业务为主,去年的世界五百强里,排名靠前的制造类企业应该都是汽车制造企业吧？我印象中,通用汽车、福特、丰田、大众、本田好像都在前五十,除了这些之外,还有西门子、通用电气、日立这些,基本上都是2c型企业,他们的产品包括汽车、家电、医疗设备等等,也都是2c的产品。”
It looks like inLi Mu, 2Boss of internetdomaintransfer2 c is not difficult, butmanufacturing industry , to transfer2 cthat to really befrom2Bossdifficultsuch asto ascend to heaven.
在李牧看来,互联网领域的二b转2c并不困难,但是制造业要是想从二b转2c那可真是难如登天。Includingusing in common the world-knownautomobile enterprisewithToyota, actuallyconformed with2Bosssupplier of a bigpilelikeHoneywell, thenputs outfinally the 2 cproduct.
包括通用和丰田在内的世界知名汽车企业,其实就是整合了一大堆像霍尼韦尔一样的二b供应商,然后拿出最终2c的产品。IncludedHiroyo, ZF Friedrichshafen, the loveletter/believes, Takatawith the Honeywellsimilarenterprisewait/etc, fiercestperhapswasHiroyo, not onlyhadmanyautomobilespare partsproductlines, but alsohadmassivepatented technologies, famousespwasHiroyoinvents, even so, Hiroyo was also very difficultto transform2 cfrom2Bossin the automobile manufacturedomain.
与霍尼韦尔相似的企业包括了博世、采埃孚、爱信、高田等等,这其中,最厉害的恐怕就是博世了,不但许多拥有许多汽车零配件产品线,而且还有大量的专利技术,其中大名鼎鼎的esp就是博世发明的,但即便如此,博世也很难在汽车制造领域从二b转型到2c。LikelyZF Friedrichshafen and love of specialproductiongear box believe that Takata of specialproduction safetyaerocyst, wantsto complete2Bossin the vehicle sector is also more difficultto the transformation of 2 c.
像专门生产变速箱的采埃孚和爱信,专门生产安全气囊的高田,想要在汽车领域完成二b到2c的转型也就更加困难。Honeywellis also facing the sameaspect.霍尼韦尔也面临着一样的局面。Unusualawesome that 2Bossalthoughmake, butthisis not enoughto support the enterpriseto conduct the bigleap forwardin the existingfoundation, wantsto havebiggerspan, mustbreak throughin the 2 cbusiness.
二b虽然做的非常牛逼,但这不足以支撑企业在现有基础上进行大跨越发展,想有更大的跨越,就必须要在2c业务上有所突破。David Coteapproves to the Li Mu'sviewpoint, saidearnestly: „Mr. Li, wehave actually startedto try the 2 cproductnow, for exampleweacquired a water clarifiercompanya while ago, has startedto go into productionourhomewater clarifiers, nextstepalsoprepares the productionhomeair cleaner, we have manytechnicalprecipitationsinthesedomains, canguarantee that wemake a more outstandingproduct.”高德威对李牧的观点非常赞同,认真说道:“李先生,我们现在其实已经开始尝试2c产品了,比如我们前段时间收购了一家净水器公司,已经开始投产我们自己的家用净水器了,下一步还准备投产家用的空气净化器,我们在这些领域都有非常多的技术沉淀,可以确保我们生产出更加优秀的产品。”Li Munods, saidearnestly: „SinceHoneywellwantsto make the 2 cbusiness, thatmight as wellfirstgivesTaobao the network agentpower, Chinahastenhundreds of millionspopulation, IcanhelpHoneywellopen the ChinamarketwithTaobao.”李牧点点头,认真说道:“既然霍尼韦尔想做2c业务,那不妨先把网络代理权交给淘宝,华夏有十几亿人口,我可以用淘宝帮助霍尼韦尔打开华夏市场。”At this point, Li Mu, said: „But, thisfirstneedsHoneywellto solvemetoprotecting the source of goodsdemand of product!”
说到这里,李牧顿了顿,又道:“不过,这首先需要霍尼韦尔解决我对防护产品的货源需求！”et
et
To display comments and comment, click at the button